In the mid-1990's I followed a sales rep around all day with a video camera. I was amazed how much materials logistics he performed and I was amazed how little sales he performed.
A big thank you to Medical Sales College who asked a former MSC graduate to document their activities for a day working as a medical device rep, and this was the result.
Summary of Day—Time spent on different activitiesCase Support –34% Selling –7%Case Preparation/Admin –18%Driving/Down Time –41%
6:15 am: Drive to Hospital to support total hip case (45 mins)This hospital is one of my most loyal customers and does one of the largest volumes in my territory. Typically, I use this travel time to catch up on news and make phone calls (e.g. calling the head office in Warsaw, Indiana to answer any questions I may have or clarify anything that wasn’t addressed the day before). Today I simply listened to NPR, drank coffee and arrived just after 7am.
7:00 am: Register with hospital rep tracking system (15 mins)This tends to be different for every account and there is commonly a problem of some sort. It could be with the computer that you need to sign in with, or that you aren’t cleared throu...
